How To Build A World-Class Revenue Org with Mark Cranney, Former a16z Partner | IO Podcast Ep. 5
The IO Podcast: Investor + Operator · Sterling Snow and Tyler Hogge
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Show Notes
How did this small town farm kid go on to lead the revenue orgs for Silicon Valley's biggest companies? Mark Cranney credits his success to the lessons he learned growing up: work hard and run things efficiently. Mark shares the playbook he's used to build billions in pipeline through his career as an executive, sales leader and most famously as a partner at Andreessen Horowitz. If you're a founder, there's no better person to learn from than Mark.
Chapters
00:37 Introducing Mark Cranney
04:45 Find Sales Leaders Who Can Perform
07:03 What To Look For In Potential Hires
13:03 Find Courageous People To Join Your Team
17:07 The Sales Playbook - Are You Running It Or Can You Put It Together?
22:51 Putting Together The Revenue Org At SignalFx
25:15 How Mark Uses Company Bootcamps To Build Cohesion
31:47 Getting Everyone To Buy Into the Vision
37:25 Common Mistakes First Time Founders Make With Their Sales Org
48:27 Wrap up and Takeaways
Read 'Hard Thing About Hard Things'
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Brought to you by Pelion Venture Partners